Remove Prospecting Remove Research Remove Retention Remove Training

3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Do you have a customer retention scorecard? I offer the following three ways to improve the health of your customer retention scorecard. When you take ownership of not only acquiring, but retaining customers, you develop your own customer retention scorecard.

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

Morale is the best indicator of retention on a sales team. And retention is a serious issue. Considering ramp-up time is 3+ months for new SDRs … well, let’s just say if it seems like you’re spending a LOT of time training newbies these days, you’re not imagining it.

Are We Storytelling compelling Customer Retention Experiences?

Babette Ten Haken

Customer retention experiences create a rich chronicle of just how it is to work with us, and our organizations. Some of our truly best stories about creating compelling customer retention experiences thus remain untold. About compelling customer retention experiences?

Why 80 Percent of Companies Lose at Customer Retention

Score More Sales

by Dixon, Toman and Delisi, the authors discuss their research on how customer loyalty is built on meeting rather than exceeding expectations. Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard?

7 Must-Have Automated Documents for Sales Success

delaying delivery of the proposal and giving prospects. plenty of time to lose interest, or continue to research. Will your prospects wait around patiently during. they’ve set for prospects and clients are likelier to win. Hinge Research. Retention.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries.

Benefits of Online Sales Training

The Digital Sales Institute

The benefits of online sales training can be narrowed down to a number of key areas. These include automating the sales training process, minimizing time away from job, controlling disruption and in reducing sales training costs. Benefits of online sales training.

Sales Training Online

The Digital Sales Institute

Sales training online can transform the delivery of sales training programs to a greater number of sales people to boost sales performance in the short to medium term. Sales Training Online. Sales training online is also very useful as sales skill reinforcement solution.

Social Selling Training Course

The Digital Sales Institute

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? Any business in the B2B (and increasingly in the B2C space) can leverage social selling to drive increased customer or prospect engagement.

PODCAST 52: Building Sales Coaching and Training Framework w/ Rob Jeppsen

Sales Hacker

Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training. Why sales coaching will drive up sales retention and not just revenue.

How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Keep the program interactive during the entire training session.

6 Ways to Make Your Sales Training Effective


If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Ready to amp up your sales training results? 1) Use data-driven tools to determine what training is needed.

Research: Align Your Customer Service, Marketing, and Sales Teams to Drive Revenue

The Brooks Group

That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with. New research reveals just how critical it is for the Service department to be included in this alignment as well. .

Your Sales Training Is Broken. Here’s How to Fix It.

Hubspot Sales

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. All I had to do to be successful was guide prospects through how to improve their marketing efforts. Buyers research their own problems and potential solutions independently.

30 Sales Prospecting Email Templates Guaranteed to Start a Relationship

Hubspot Sales

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Do your research.

40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape

Sales Hacker

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! And that is why training has become not only a competitive advantage but the primary driver of corporate excellence. Train.

Finally! A Contact Strategy That I Appreciate

John Barrows

There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list. Prospecting

How to Reinforce Sales Training to Maximize Your ROI

The Brooks Group

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach new techniques and skills. The Sales Training Buyer’s Interview Guide.

How to Reinforce Sales Training to Maximize Your ROI

The Brooks Group

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach new techniques and skills. The Sales Training Buyer’s Interview Guide.

Onboarding sales reps: 6 tips for increasing new hire productivity and engagement


Generally speaking, employee onboarding is the process of training a new team member and integrating them into your organization. Onboarding sales reps can include typical best practices like having them review your employee handbook and attend orientation meetings, but it should also incorporate training and engagement elements to better acclimate new sellers to their surroundings and responsibilities. Which training courses do they need to complete in the first month?

2019 Sales Kickoff Meeting Themes: Three Profitability “Moments of Truth”

Corporate Visions

For your 2019 sales kickoff meeting, it’s time to think deeper about how you can prepare reps to capture more value both during the deal stage and after it when your prospects become customers and you need to expand the value of your relationship.

Interview Abstract: Why Selling with Value Requires Modern Tools + Modern Training

The ROI Guy

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. Yes, I believe that it has grown to become a significant issue, and we have seen it in our prospects. So how have prospects changed?

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Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

Today , when manufacturers need to enable seasoned or new sales reps, they typically provide a series of training events and hope that sales reps retain the information. And are you aligned on revenue, customer acquisition and retention goals and metrics?

The Fourth Value Conversation

Corporate Visions

It demands edgy, swashbuckling messaging and skills designed to overcome status quo bias and break down your prospects’ aversion to change. The Why Change/Why You story (and the research supporting it) is great for when you’re trying to defeat the status quo, they would say.

How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. But while prospecting with cold email might be a tempting way to avoid the awkwardness of rejection over the phone, you have to do it right. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

The 8 Primary Sales Competencies: Goal Achievement

Platinum Rules for Success

Targeting explores the markets or groups you may target as prospective buyers. Goal: to establish truthful communication with the prospect, so that both of you are able to tell each other the truth. Confirming is the sales phase where you gain the prospect’s commitment to buy.

Four Selling Moments You Need to Master

Corporate Visions

Research proves that customer acquisition and customer expansion are shaped by significantly different buying pressures. Let’s start when you’re the outsider and you need to overcome status quo bias—convincing prospects not just to make a change, but to do it with you, not your competitors.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B

So here is what typically happens if we hire four reps, train them, get them on the floor and keep coaching them. How do you train your inside sales recruits? Us, well, here's our modified training plan. It's focused on skills, performance and retention.

Sales Kickoffs and National Sales Meetings—What’s Your Approach?


Now that Halloween is over, you can focus your thoughts on the next frightening prospect: preparing for next year’s national sales meeting (NSM) or sales kickoff (SKO). Best Practices Sharing Training & Certification

Why Sales Coaching Reinforces Skill-Based Learning

Score More Sales

Most sellers have little time for training, and when they do, it seems that product training takes center stage. When are sales teams making time for ongoing, regular learning about some of these topics: Messaging – how well is our message resonating with prospective customers?

4 Trends That Will Improve Your Sales Effectiveness in 2019

Women Sales Pros

This year make two important improvements that will improve retention. It’s not that your training stinks. Have a clear process for how you interview and train managers in effective interview tactics, including role play. Sales leaders are the right person for this role, but assuming they naturally have the skills to execute an effective hiring experience without training will lead you to legal trouble, empty roles and poor hires.

How the Fastest Growing Startups Build Their Sales Teams


The building blocks of developing a great sales team have not changed – recruiting, interviewing, hiring, training and development. In fact, McKinsey conducted six years of research and found that companies that optimize the consumer journey increase revenue by up to 10% annually.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well. orientation, training, and communication. employee retention.

Sales Tips: Measuring and Tracking Success

Customer Centric Selling

Firms measure success in different ways, including revenue growth, profitability, customer retention, and loyalty. Recent KPI Research Findings. Use “drip” and nurture campaigns to stay top-of-mind with buyers and prospects for future business opportunities.

How to Make the Number with Less People

Sales Benchmark Index

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Do I need a retention plan or do I need a productivity driver?”. Training your sales team how to social sell will immediately improve your sales pipeline.

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A Salesforce “Must Read” for Sales Leaders

Carew International

There are not many articles worthy of the label “must-read,” but these research-based insights should not be missed: Excerpts from Salesforce blog: 15 Sales Statistics that Prove Sales is Changing. 51% of sales leaders are focused on increasing customer retention through deeper relationships.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Together, coauthors Byron Matthews and Tamara Schenk have a combined 48 years of experience and expertise in the areas of sales-performance improvement, sales enablement, and sales training. The book features: Groundbreaking research on exactly what B2B buyers want from sellers. . Combo Prospecting by Tony Hughes. His potent “COMBOs” will help your team gain access to top-level prospects, secure meetings, and make the sale.

Why Should I Talk to You?

Keith Rosen

Do you know exactly what to say to a prospect or customer that captures their attention so succinctly and effectively that they want to talk with you and are actually asking for more? How can you cold call or prospect effortlessly? However, for some prospects the opposite may be true.

The Challenge Sale Can Be Mistimed

Sales and Marketing Management

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions A few months ago, whenever I’d mention in a public event that my company was conducting academic research to determine the best way to communicate a price increase, I’d get a flurry of responses from folks eager to see the results. for businesses with world-class employee retention rates.

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Discovery, Demo, or Disconnect?

DiscoverOrg Sales

The Theory: A robust client pain profile, combined with one or more trigger events, may lead to an increase in close rates, and higher retention rates, than an incomplete discovery and generic or rushed demo. Empower Your Sales Team Get Intel on Your Top Prospect Accounts.